CSO Reveals Sales Trends for 2004

Though 53 percent of companies in a CSO Insights study released yesterday have implemented a CRM system, only 26 percent of those firms were achieving significant performance improvements.

CSO Insights, Boulder, CO, is a research firm specializing in benchmarking sales and marketing excellence. Its annual study surveys sales organizations at more than 4,000 firms worldwide.

Sponsored by CSO Insights and CRMguru.com, with additional support from Selling Power magazine and Search CRM, the survey also found that the top challenge cited for CRM initiatives was populating systems with accurate data and then maintaining the accuracy of that information.